Book:Personal selling : building customer relationships and partnerships.:2006:2nd ed. / Rolph E. Anderson, Alan J. Dubinsky, Rajiv Mehta. Book Personal selling : building customer relationships and partnerships.
Personal selling : building customer relationships and partnerships.
Author: Anderson, Rolph E.
Author: Dubinsky, Alan J.
Author: Mehta, Rajiv.
Publication year: 2006
Format: Book
Edition: 2nd ed. / Rolph E. Anderson, Alan J. Dubinsky, Rajiv Mehta.
Publisher: Boston, Mass. : Houghton Mifflin,
Resource type: Physical
ISBN: 9780618645701 (hbk.) :
Previous ed.: 2004.
Text on lining papers.
I. Overview of Personal Selling1. Introduction to Personal Selling: It's a Great Career!Marketing and Personal Selling: Changing with the TimesPersonal Selling: A Fresh LookHow Customer Oriented Are You?What Is a Customer?What Is a Product?Diverse Roles of the Professional SalespersonWhat Does a Professional Salesperson Do?Using Technology to Sell BetterBenefits of Professional Personal Selling as a CareerCareers for Different Types of Individuals2. Adjusting to the Dynamic Personal Selling EnvironmentMegatrends Affecting Personal SellingAdapting to MegatrendsProfessional Salespeople as Customer Relationship Managers3. Ethical and Legal Considerations in Personal SellingWhat Are Ethics?Ethical Concerns of SalespeopleDetermine Your Level of Moral and Ethical StandardsThe Company's Ethical Eyes and Ears in the FieldBehaving Ethically, Every DayAMA Code of EthicsGoing Beyond Ethics: Laws Affecting Business-to-Business Personal SellingEthics and Regulation in International SalesII. The P
Focuses on professional business-to business selling with little discussion of retail selling. This book presents professional personal selling as a respected, well paid career, offering many benefits along with the chance to help companies and individuals solve problems and satisfy needs. In line with students' current career goals, Personal Selling focuses exclusively on professional business-to-business selling rather than retail selling. Early introduction of the Personal Selling Process (PSP) engages students from the beginning, with tools for converting prospects into customers. The authors' latest research on customer loyalty and relationship marketing further distinguishes Personal Selling from other titles, which focus less on these pressing issues. Strategies for achieving long-term customer loyalty underscore how attracting, cultivating, and retaining satisfied customers leads to higher profitability for salespeople and their organizations. Clear, conversational writing a
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xxv, 497, I1-I27 p. : col. ill., col. ports. ; 27 cm.

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